The cloud challenge in the public sector is a good one, Ingram Micro's Brandel said, because it is forcing partners to grow their technology and approach to the market regarding the cloud, instead of relying on a more traditional hardware reselling model.
"What I would say is that it’s a good problem to have. If you look at the solutions and what VMware is doing, when you look at that technology, this is a critical technology that is the direction all of the industry is headed," Brandel said. "The partner community today is still working in a hardware-centered mentality. ... It's kind of forcing people to think different about how they go to market and how they provide solutions to their partners."
The Ingram Micro and VMware partnership is being backed by a dedicated VMware sales team as well as channel development professionals within Ingram. The sales team will specialize in the U.S. civilian, defense and intelligence markets and will be led by Ingram Micro's Humke.
"We have to go out and build a partner community between VMware and Ingram to expand their partner breadth; then, we have to work on enabling technology and sales prospects to go out of the office and implement the solutions," Brandel said.
In terms of creating partnerships and making moves in the federal sector, this isn't the end for Ingram Micro, Brandel said.
"You should absolutely stay tuned. There will be a lot more," Brandel said.
PUBLISHED FEB. 14, 2014